Senior Enterprise Sales Manager - B2B SaaS

Role Overview:

TartanHQ is looking for a Senior Enterprise Sales Manager to drive new business acquisition across North India. You will own the full sales cycle - from identifying and qualifying prospects to closing annual recurring revenue (ARR) deals with mid-market and enterprise clients. This is not a farming or account management role. We need someone who can independently open doors, navigate complex multi-stakeholder organisations, and close deals within 45 - 60 day sales cycles. You will sell Tartan's full suite of solutions to HR, Finance, and IT decision-makers across industries. This is an on-site role based out of our Mumbai office, with regular travel to client locations across the region.

Key KPIs:

- Quarterly new ARR bookings against assigned quota

- Pipeline coverage: maintain 3x quota at all times

- Win rate on qualified opportunities (target: 25%+)

- Average deal cycle time: 45 - 60 days from first meeting to close

- Number of net-new enterprise logos acquired per quarter

- Self-sourced pipeline as a percentage of total pipeline (target: 60%+)

Day-to-Day Responsibilities:

Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points - not waiting for inbound leads. You will run your own pipeline from first outreach through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2 - 3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role.

Core Responsibilities:

1. New Business Acquisition (60% time allocation):

- Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography

- Build and execute account plans for target organisations - map decision-makers, understand buying processes, and create multi-threaded engagement strategies

- Run the full sales cycle independently: prospecting, discovery, solution presentation, negotiation, and close

- Sell Tartan's complete solutions portfolio to HR, Finance, and IT buyers - this is not a single-product role

- Generate self-sourced pipeline through direct outreach, referrals, events, and personal network - not dependent on marketing-qualified leads

- Consistently achieve and exceed quarterly and annual ARR quotas

2. Pipeline Management & Deal Execution (25% time allocation):

- Maintain a healthy pipeline with 3x coverage at all times - qualify rigorously and disqualify early

- Manage deal progression through structured stages with clear next steps and timelines

- Prepare and present compelling business cases, ROI analyses, and commercial proposals

- Navigate procurement, legal, and compliance processes within enterprise organisations

- Accurately forecast revenue on a weekly and monthly basis using CRM

3. Market Intelligence & Collaboration (15% time allocation):

- Provide structured feedback to Product and Marketing on market needs, competitive positioning, and objection patterns

- Share best practices and playbooks with the broader sales team

- Represent Tartan at industry events, conferences, and networking forums in your region

- Collaborate with Solutions Engineering for technical demonstrations and proof-of-concept engagements

Incentive Structure:

This role offers a competitive base salary with a significant incentive component tied directly to your quota attainment:

- Incentives kick in at 75% of quota - you don't need to hit 100% to start earning variable pay

- At 100% quota attainment, your incentive payout is a substantial multiple of your base

- Overachievement is rewarded aggressively - there is no cap on incentive earnings

- Payouts are calculated quarterly on a cumulative basis, based on actual collections

Required Skills & Qualifications:

- 6 - 9 years of experience in B2B enterprise sales with a strong track record of closing ARR-based deals (not TCV, GMV, or one-time project revenue)

- Proven ability to independently source and close deals - you do not rely on inbound leads, MQLs, or ABM-generated pipeline to hit quota

- Experience selling to mid-market and enterprise organisations with 45 - 60 day (or longer) sales cycles involving multiple stakeholders

- Comfortable selling to C-suite and VP-level buyers across HR, Finance, and IT functions

- Strong understanding of consultative and solution selling - you lead with business problems, not product features

- Demonstrated annual ARR attainment in the range of 60L - 1.5Cr or equivalent

- Excellent verbal and written communication - can build a compelling narrative in proposals, emails, and presentations

- Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting

- Willingness to travel regularly to client locations within your assigned geography

Preferred Skills:

- Prior experience selling into BFSI (Banking, Financial Services, Insurance) organisations

- Background in selling SaaS, API-based, or fintech infrastructure products

- Experience working at a growth-stage startup where you had to build processes alongside selling

- Familiarity with HR tech, payroll, or financial data integration products

- Existing relationships with CHROs, CFOs, or CTOs at mid-market and enterprise companies in India

What We Look For:

- Hunter mentality: You get energy from opening new accounts and winning competitive deals - not managing existing relationships

- Commercial rigour: You run a disciplined pipeline with accurate forecasts, clear deal stages, and no sandbagging

- Resourcefulness: You find creative ways to get to decision-makers without relying on warm introductions or marketing funnels

- Resilience: Enterprise sales involves long cycles and complex stakeholder management - you stay focused through ambiguity and setbacks

- Incentive-driven: You are motivated by uncapped variable compensation and see incentive structures as an opportunity, not a risk

Reporting To: Chief Business Officer (CBO)